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Allocating quotas below territories from the top-down

You can use the top-down quota allocation feature to allocate quotas below your territories. It works in exactly the same way as top-down allocation to territories, but we'll use your quota breakdowns to go a level further. For example, if you've set up your battle card to break down quotas by Customer Accounts, we'll allocate quotas from the top down to each account in your territory. Once the top-down allocation process completes, you can click the value in the Updated quota column to see how quota is allocated across the accounts (or product or industry, depending on your breakdowns) for that territory.

Before allocating quota below territories from the top-down, make sure you've completed the following tasks:

  1. On the Planning cycles home page, click the planning cycle to open.

  2. Click the Quota view.

  3. On the battle card canvas, choose a battle card, and then click Plan quotas.

  4. On the Plan targets page, click the top-level pill (representing the battle card) to allocate quota from the top-down for all territories in that battle card.

    Tip

    Alternatively, you can select territory group type or territory group pills to allocate quota only to territories in that group type or group.

  5. On the Allocations pane, enter the value to allocate in the Allocate (Top-Down) field.

    Tip

    Use the business target, specified at the battle card level, as a reference. This value displays on the top-level under New business target.

  6. From the Based On drop-down list, select how you want to allocate your quota:

    • Even split - allocates quota evenly across all territories

    • Prior year actual - allocates quota based on the Prior year actual built-in field.

    • Trailing 12 months - allocates quota based on the Trailing 12 months built-in field.

    • Custom field - allocates quota based on a field that you have set as a balancing metric.

  7. Click Allocate quotas.

Note

Currently, Preserve quota adjustments is disabled when you have quota breakdowns. This means that you will lose any quota adjustments when you run top-down allocation for quotas below territories.